FINANCIAL SELF-DEFENSE GUIDE for SENIORS Know the Red Flags and Avoid Financial Abuse

FINANCIAL SELF-DEFENSE GUIDE FOR SENIORS Know the red flags and avoid financial abuse A consumer guide from Certified Financial Planner Board of Standards, Inc. Reviewed by Federal Citizen Information Center, U.S. General Services Administration Welcome As the CEO of Certified Financial Planner Board of Standards, Inc., I continue to be concerned with incidents of consumers—particularly senior citizens—being misled and defrauded. Through surveys we conduct and just reading the news, I know that financial fraud and abuse continues. We are committed to doing our part to protect consumers from fraudulent, unethical practices that can put their financial futures at risk. More than two years ago, CFP Board’s Consumer Advocate, Eleanor Blayney, CFP® wrote the Consumer Guide to Financial Self-Defense to help protect consumers from fraud and abuse. Now she has turned her attention to specifically helping older Americans defend themselves against unscrupulous financial advisors. In these pages, CFP Board’s Consumer Advocate alerts older Americans and their loved ones to some of the common types of fraudulent or unethical practices on the part of a financial advisor. She describes these “red flags” and their potential consequences, lists the things that consumers should do to protect themselves, and provides information on how to file an official complaint if unethical or incompetent practices are suspected. This guide, however, is just a starting point. To truly protect your finances, seek the advice of an advisor who will put your interests first. CERTIFIED FINANCIAL PLANNER™ professionals adhere to a fiduciary standard of care when providing financial planning services, which requires them to put the interests of the client first. A list of CERTIFIED FINANCIAL PLANNER™ professionals in your area is available at LetsMakeaPlan.org, along with helpful financial planning information specifically designed to protect and educate consumers. This guide is written in dedication to those who have been victims of, or hurt by, financial fraud and mismanagement. I encourage you to use it as a tool to protect yourself and your loved ones. I wish you success in your pursuit of financial well-being. Kevin R. Keller, CAE CEO, CFP Board Caution: Red Flags Ahead Older Americans have made significant contributions to our nation. They’ve raised families, served in the military and their communities, helped build businesses and grow our economy. After years of hard work, they deserve our gratitude and respect. But too often seniors are victims of financial abuse. Many have accumulated savings over their lifetimes and often own homes with positive equity and become attractive targets for scam artists—including family members and financial professionals—intent on conning them out of their wealth. CFP Board’s 2012 Senior Financial Exploitation Survey of CFP® professionals found, for instance, that more than half had personally worked with an older client who had been subject to an unfair, deceptive or abusive practice. Unfortunately, elders often endure this abuse in silence, afraid to report the perpetrators or uncertain about exactly what has happened. In fact, our survey showed that only five percent of senior citizens actually report financial abuse. The effects of aging also contribute to elders’ vulnerability. Generally as we get older, we must increasingly rely on others for our needs. Ill health or cognitive impairment may hamper our decision-making. Admitting we can no longer manage our financial affairs can be as traumatic as having to give up driving. It’s essential that elders be protected against financial abuse and be provided the tools to defend themselves against scammers. That’s why CFP Board has produced this guide, Financial Self-Defense for Seniors. Older Americans and their families will find in this guide a series of “Red Flags” based on our survey. Each flag: Identifies a common situation where an elder is vulnerable to financial abuse; Describes the warning signs of such abuse; Shares a real-life situation where an older American was taken advantage of; and Provides advice to elders and their families to protect against this abuse. It’s time to shine a bright light on the shady operators who abuse our senior citizens. The tips in this booklet are intended to do just that. Eleanor Blayney, CFP® Consumer Advocate, CFP Board RED FLAG 1 “HE SAID HE WAS CERTIFIED TO HELP PEOPLE JUST LIKE ME.” A “wealth preservation associate” with a Certified Senior Advisor designation informed an audience of seniors that the stock market was too risky and the banking system was about to crash. An advisor told a senior that he worked “like an attorney.” The senior moved all of his accounts to the advisor without being certain of the financial implications, innocently believing the advisor was trustworthy. 2 3 LOOK BEYOND THE LETTERS 1 RED FLAG A financial advisor hands you his business card with all sorts of letters after his name. You ask him what they mean, and when you hear the words “Accredited” or “Chartered” or “Registered,” you assume you are in the right hands. After all, don’t those terms mean that the advisor is regulated, just like a doctor or attorney? The fact is that there are more than 170 known designations and certifications used by financial professionals. Many of them are little more than marketing tools, with no real education needed —much less an exam—to “earn” them. But unless those letters stand for a designation that has rigorous and enforceable standards of ethics and practice—such as the CFP® certification— the trust you place in the advisor could be on shaky ground. Financial planning as a discipline is also not currently regulated by the Federal government and very few state governments, enabling virtually anyone to call themselves a “financial planner.” YOUR SELF-DEFENSE MOVES: Cut through the designation confusion and simply ask the financial professional if he is required to provide advice under the “fiduciary standard of care.” This obligates him to put your best interests ahead of his own, to fully explain how he is compensated, what his services will cost you, and any conflicts of interest that might affect his recommendations. Ask the prospective financial professional which organizations license or supervise his services. If he is a broker, his is supervised by FINRA. If he offers investment advice, he is overseen by the SEC or a state securities regulator. If he sells insurance, he is governed by his state’s insurance commission. Check with these organizations to see if the advisor has any history of disciplinary action. (See the list at the end of this guide for resources.) Be assured that a financial professional with a CFP® certification has met high standards that are rigorously enforced. A CFP® professional must pass a comprehensive exam, fulfill an experience requirement with work in financial planning, meet ongoing education requirements and adhere to CFP Board’s professional standards and code of ethics. CFP® professionals are also subject to enforcement actions ranging from censure to revocation of their certification if found to have violated these standards. 3 RED FLAG 2 “ DON’T WORRY ABOUT THE DETAILS—THEY’LL JUST CONFUSE YOU.” A retiring client was sold a variable annuity by a “friend” who was also a financial professional, without clear and adequate disclosure of the surrender fees or the surrender terms. An advisor told an 80 year-old widow she needed the tax deferral of a variable annuity, when in fact she needed income for her assisted living fees. 4 5 IF YOU DON’T UNDERSTAND WHAT’S BEING SOLD, DON’T BUY IT 2 RED FLAG Financial products are similar to prescriptions: good for what ails you, but there’s so much fine print! Being able to read it all is one thing, understanding it quite another. Annuities and insurance products can offer some real benefits to seniors. A fixed or immediate annuity can promise regular income for a lifetime. A variable annuity offers the possibility of growth, and some carry guarantees to protect against bad investment markets. Whole life insurance can provide tax-free withdrawals, investment upside, and protection from estate taxes. But these instruments, particularly variable annuities, can be extremely complicated and are often “sold” to seniors on the basis of their benefits alone. What is not necessarily emphasized are the downsides of these products. These include: significant penalties for withdrawing money before a certain date or for transferring the annuity to another provider; high annual expenses; and the possibility of having nothing to leave to heirs if the annuity owner uses the annuity in the way it is intended to be used—namely, by taking periodic distributions over his lifetime. When a proposed investment has many moving parts, it is imperative that someone takes a closer look and sees how the product works. You can be sure it does not run on the promised benefits alone. The devil is in the details with highly complex products, and you need to know the downsides of these products before signing on the dotted line. YOUR SELF-DEFENSE MOVES: Do not be embarrassed if you do not understand a financial product that is recommended to you. Many extremely wise and successful professionals make it a rule never to invest in products or businesses they don’t understand. Be like Warren Buffett, who only “buys what he knows,” and make sure that’s your rule, too. Get a second opinion just as you would for a serious medical diagnosis. Ask a competent financial professional, and make sure this professional will give you his or her opinion as a “fiduciary”—in your best interest, not theirs. Make sure you ask about more than just the benefits of any financial product.

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